3% or less recently and getting smaller every month. Paid advertising costs have gone up. Marketing spend keeps going down. Companies have shifted their GTM strategy to rely more on outbound efforts and PLG. While expecting reps to do full cycle sales and everything else, but slashing commission plans and variables, and setting quotas out of reach based on previous marketing trends and performance. This is across a lot of different industries and direct sales orgs over the last few years. Based on my research and personal experience.